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Stop ‘Qualifying’ and Start�Connecting!
Building a great relationship with your prospect is how you turn a viewing into a signed lease. Stop treating the prospect as a box to check and start treating them like a person.
Your secret weapon? Probing Questions.
These questions aren’t just about “qualifying” them; they�re about getting the�real story�their needs, their wants, and the hang-ups that could kill the deal later. Use this cheat sheet to�design your presentation�and crush those future objections.
The 6 Must-Ask Probing Questions
- 1. “Have you been looking long?”
- The WHY:�Ask this�before�you even start the tour! If they say “This is the first place,” you know to slow down. If you don’t ask it now, you’ll hear it later as a “putt-off”: “We just started looking.” Get ahead of the stall!
- 2. “What apartments have you already seen?”
- The WHY:�This is your�competitive intelligence! You identify your direct competition and figure out the neighborhoods they’re serious about. Knowledge is power.
- 3. “What did you like best/least about the places you’ve already seen?”
- The WHY:�This is gold. Their�‘like best’�becomes the star of your tour. Their�‘like least’�becomes the objection you proactively overcome. Use their words to create a tailored presentation.
- 4. “What kinds of things are important to you in your next apartment?”
- The WHY:�Basic, but critical. It forces them to�prioritize. You need to know what’s�Pivotal�in their decision. Is it the pool, the pantry, or the pet park? Focus your energy where it counts.
- 5. “What brings you to our city/neighborhood?”
- The WHY:�A harmless question that reveals major life shifts: a new�job, a change in their�personal life, or a desire to be closer to family. This deeper context gives you a connection point and helps you understand their timeline.
- 6.�”Do you mind if I ask why you are considering a move right now?”
- The WHY:�Earn the right�to ask this one! If you ask it first, they hang up. But after building a little rapport, this opens the door to�deep-level info�about their current pain points (noisy neighbor, landlord issues, etc.). This information is what you use to close the lease.
Remember: It�s not just about a credit check. It’s about connection, building trust, and creating the relationship that moves a “just looking” prospect to a happy new resident.
Next Week: I’ve built the trust…now what’s my next move?
